Customer Renewals Account Manager

Druva•Santa Clara, CA

19h•$112,000 - $149,333

About The Position

You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure. Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results. Visit druva.com and follow us on LinkedIn, X and Facebook. About the Team The team you’ll join is a culmination of individuals who are passionate about customer loyalty, and committed to bringing the right people together with the intention of securing and growing our revenue. Role Purpose & Impact We are on the hunt for a passionate and hungry Renewals Specialist. This role acts as a key individual contributor on a Sales team that consistently delivers market leading retention rates and more. This role will be focused on the closed-loop process of the subscription renewal. This individual will collaborate with and assist the Sales and Customer Success teams—you’ll quote, revise, report and complete renewal opportunities. Your ability to drive business processes, manage heavy transaction workloads with keen attention to detail, and build automation into our workflow will enable the team to secure more revenue prior to the subscription expiration date,ultimately removing the risk of churn. You are driven, curious, intelligent and deeply passionate about your craft. You will remove barriers to customer retention and collaborate with the broader Druva stakeholder teams to deliver a high value customer experience at time of renewal. This is a demanding role that requires strong passion, priority management, clear oral and written communication, and interpersonal skills.

Requirements

3+ years of Sales / Customer Success / Account Management experience preferably within an Enterprise SaaS organization
Data Backup/Data Protection/ Storage or SaaS sales experience
Formal training in a recognized sales methodology
Prior experience using Salesforce
Solid understanding of Enterprise SaaS applications and collaboration technology
Consistent track record of achieving personal and team goals
History of thriving in a rapidly-changing environment
Ability to grow business in a strategic manner, i.e. creating new processes and initiatives
Bachelor degree required

Responsibilities

Own, drive, and lead the renewals process in collaboration with the account team to protect, retain , and expand customer revenue
Lead proactive renewal strategy and engagement 120+days ahead of contract expiration.
Identify at-risk renewals early in the contractual cycle ; in order to drive save motions to minimize churn or Downsell . Forecast accurately at risk $$ for the responsible patch.
Actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
Negotiate and execute renewal contracts (in partnership with legal and orders teams) that align to customer goals
Discover and identify up-sell/cross-sell opportunities upon contract renewal to maximize customer growth
Learn and follow playbooks, and actively suggest enhancements that will optimize renewal engagement and increase overall revenue retention
Leverage insights from QBRs, usage data and AI-driven signals to prioritize and manage renewal risk proactively.
Continuously improve and follow renewal playbooks , while proposing enhancements to drive higher GRR and predictability.
Quoting and building the renewal opportunities as well as order forms for the Sales Renewal team
Work reactively on problem alerts or cancellation requests
Assist the team with closing out opportunities by cross-checking paperwork and data to ensure accuracy in SalesForce
Propose and help build processes that will aid in the automation of renewal workflow
Act as a central liaison between Finance, Sales, and Customers
Assisting the Billing team with collections
Uncover trends in subscription automation practices that can improve the customer success renewal workflow